Question 1

Visibility is the same as centrality or criticality in network structure.

Accepted Answer

A) True 
 B)False

Question 2

What is the problem of "dancing with elephants"?

Accepted Answer

The concept is defin

Question 3

Define legitimate power.

Accepted Answer

Legitimate power is derived fr

Question 4

Do compliance strategies result in long-term or short-term persuasion? Why?

Accepted Answer

We treat power as the potential to alter

Question 5

Negotiators who don't care about their power or who have matched power - equally high or low - will find that their deliberations proceed with greater ease and simplicity toward a mutually satisfying and acceptable outcome.

Accepted Answer

A) True 
 B)False

Question 6

If enough people begin to distrust the authority or discredit its legitimacy,they will begin to defy it and thereby undermine its potential as a source of power.

Accepted Answer

A) True 
 B)False

Question 7

Expert power is

Accepted Answer

A)  accorded to those who are seen as having achieved some level of command and mastery of specific information. 
B)  derived from the ability to allocate,dispense,or withhold resources. 
C)  derived from occupying a particular job,office,or position in an organizational hierarchy. 
D)  derived from the ability to assemble and organize information to support the desired position,arguments,or outcomes. 
E)  All of the above are characteristics of expert power. 
A)  accorded to those who are seen as having achieved some level of command and mastery of specific information. 
B)  derived from the ability to allocate,dispense,or withhold resources. 
C)  derived from occupying a particular job,office,or position in an organizational hierarchy. 
D)  derived from the ability to assemble and organize information to support the desired position,arguments,or outcomes. 
E)  All of the above are characteristics of expert power.

Question 8

Describe how strength of ties between individuals in an organization works.

Accepted Answer

Strength of ties between individuals can

Question 9

The effective use of power requires a ____________ and ____________ touch.

Accepted Answer

The answer of The effective use of power requires a...

Question 10

How can the use of threats be effective?

Accepted Answer

To be effective,threats must b

Question 11

What is a likely outcome for a negotiator who isn't concerned with power?

Accepted Answer

In general,negotiators who don't care ab

Question 12

In which of the following five aspects of network structure would you find the role of a gatekeeper?

Accepted Answer

A)  Centrality. 
B)  Criticality. 
C)  Flexibility. 
D)  Visibility. 
E)  Coalitions. 
A)  Centrality. 
B)  Criticality. 
C)  Flexibility. 
D)  Visibility. 
E)  Coalitions.

Question 13

The concept of criticality in a communication network involves

Accepted Answer

A)  the degree to which the key individual can exercise discretion in how certain decisions are made or who gains access. 
B)  how visible the task performance is to others in the organization. 
C)  the amount of information that passes through a node,the number of transactions that occur through the node,or the degree to which the node is central to managing information. 
D)  the essentiality of the information that flows through the node to the organization's mission,major task,or key product. 
E)  None of the above describes criticality in a communication network. 
A)  the degree to which the key individual can exercise discretion in how certain decisions are made or who gains access. 
B)  how visible the task performance is to others in the organization. 
C)  the amount of information that passes through a node,the number of transactions that occur through the node,or the degree to which the node is central to managing information. 
D)  the essentiality of the information that flows through the node to the organization's mission,major task,or key product. 
E)  None of the above describes criticality in a communication network.

Question 14

Legitimate power and its effectiveness of formal authority that are derived from the willingness of the followers to:

Accepted Answer

A)  create a group structure that gives one person a power base,group members generate a willingness within themselves to obey that person's directives. 
B)  willingly give up their right to participate in every decision by vesting authority in someone who can act on their behalf. 
C)  acknowledge the legitimacy of the organizational structure and the system of rules and regulations that empowers its leaders. 
D)  simply show respect for a person's position or organization. 
E)  All of the above contribute to the effectiveness of legitimate power. 
A)  create a group structure that gives one person a power base,group members generate a willingness within themselves to obey that person's directives. 
B)  willingly give up their right to participate in every decision by vesting authority in someone who can act on their behalf. 
C)  acknowledge the legitimacy of the organizational structure and the system of rules and regulations that empowers its leaders. 
D)  simply show respect for a person's position or organization. 
E)  All of the above contribute to the effectiveness of legitimate power.

Question 15

Social structures are inherently inefficient,and this realization creates the basis for legitimate power.

Accepted Answer

A) True 
 B)False

Question 16

The available labor supply,staff that can be allocated to a problem or task,temporary help is called __________________.

Accepted Answer

The answer of The available labor supply,staff that can be...

Question 17

In his book Managing with Power,Jeffrey Pfeffer illustrated how powerful political and corporate figures build empires founded on ________________.

Accepted Answer

The answer of In his book Managing with Power,Jeffrey Pfeffer...

Question 18

Seeking power in negotiation usually arises from one of which two perceptions?

Accepted Answer

(1)The negotiator believes he or she cur

Question 19

Which of the following statements about legitimate power is false?

Accepted Answer

A)  Legitimate power is at the foundation of our social structure. 
B)  Legitimate power creates social structures that are inherently inefficient. 
C)  Legitimate power cannot function without obedience. 
D)  Legitimate power is often derived from manipulating other sources of power. 
E)  All of the above statements about legitimate power are true. 
A)  Legitimate power is at the foundation of our social structure. 
B)  Legitimate power creates social structures that are inherently inefficient. 
C)  Legitimate power cannot function without obedience. 
D)  Legitimate power is often derived from manipulating other sources of power. 
E)  All of the above statements about legitimate power are true.

Question 20

In which of the following types of power based on personality and individual differences would you find a person characterized by beliefs that power is distributed relatively equally across various groups,which compete and bargain for a share of the continually evolving balance of power?

Accepted Answer

A)  the unitarian. 
B)  the radical. 
C)  the pluralist. 
D)  the idealist. 
E)  the conformist. 
A)  the unitarian. 
B)  the radical. 
C)  the pluralist. 
D)  the idealist. 
E)  the conformist.

Visibility is the same as centrality or criticality in network structure.

What is the problem of "dancing with elephants"?

Define legitimate power.

Do compliance strategies result in long-term or short-term persuasion? Why?

Negotiators who don't care about their power or who have matched power - equally high or low - will find that their deliberations proceed with greater ease and simplicity toward a mutually satisfying and acceptable outcome.

If enough people begin to distrust the authority or discredit its legitimacy,they will begin to defy it and thereby undermine its potential as a source of power.

Expert power is

Describe how strength of ties between individuals in an organization works.

The effective use of power requires a and touch.

How can the use of threats be effective?

What is a likely outcome for a negotiator who isn't concerned with power?

In which of the following five aspects of network structure would you find the role of a gatekeeper?

The concept of criticality in a communication network involves

Legitimate power and its effectiveness of formal authority that are derived from the willingness of the followers to:

Social structures are inherently inefficient,and this realization creates the basis for legitimate power.

The available labor supply,staff that can be allocated to a problem or task,temporary help is called __________________.

In his book Managing with Power,Jeffrey Pfeffer illustrated how powerful political and corporate figures build empires founded on ________________.

Seeking power in negotiation usually arises from one of which two perceptions?

Which of the following statements about legitimate power is false?

In which of the following types of power based on personality and individual differences would you find a person characterized by beliefs that power is distributed relatively equally across various groups,which compete and bargain for a share of the continually evolving balance of power?

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Ethics in Negotiation

Perception, Cognition, and Emotion

Communication

Influence

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

Individual Differences II: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Negotiation Impasses

Managing Difficult Negotiations

Third Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters

Exam 8: Finding and Using Negotiation Power

Visibility is the same as centrality or criticality in network structure.

What is the problem of "dancing with elephants"?

Define legitimate power.

Do compliance strategies result in long-term or short-term persuasion? Why?

Negotiators who don't care about their power or who have matched power - equally high or low - will find that their deliberations proceed with greater ease and simplicity toward a mutually satisfying and acceptable outcome.

If enough people begin to distrust the authority or discredit its legitimacy,they will begin to defy it and thereby undermine its potential as a source of power.

Expert power is

Describe how strength of ties between individuals in an organization works.

The effective use of power requires a ____________ and ____________ touch.

How can the use of threats be effective?

What is a likely outcome for a negotiator who isn't concerned with power?

In which of the following five aspects of network structure would you find the role of a gatekeeper?

The concept of criticality in a communication network involves

Legitimate power and its effectiveness of formal authority that are derived from the willingness of the followers to:

Social structures are inherently inefficient,and this realization creates the basis for legitimate power.

The available labor supply,staff that can be allocated to a problem or task,temporary help is called __________________.

In his book Managing with Power,Jeffrey Pfeffer illustrated how powerful political and corporate figures build empires founded on ________________.

Seeking power in negotiation usually arises from one of which two perceptions?

Which of the following statements about legitimate power is false?

In which of the following types of power based on personality and individual differences would you find a person characterized by beliefs that power is distributed relatively equally across various groups,which compete and bargain for a share of the continually evolving balance of power?

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Ethics in Negotiation

Perception, Cognition, and Emotion

Communication

Influence

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

Individual Differences II: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Negotiation Impasses

Managing Difficult Negotiations

Third Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters

The effective use of power requires a and touch.